This half-day session explores how to design and implement a Key Account Management (KAM) programme. It provides a selection of models, tools, techniques and ideas to help marketing and BD professionals whether they are new to KAM or manage existing programmes. It also shows how we can help fee-earners create more effective relationships with their major clients. Account Based Marketing (ABM) is also discussed.
Much of the work of marketers and business developers involves creating and implementing campaigns that integrate marketing, selling and relationship management activities – whether for the firm, sectors or services. This half day online session guides you through the process of developing communications and thought leadership campaigns and introduces project management techniques.
The session includes numerous campaign case studies from professional service firms.
Planning in the professions is always a challenge. This interactive session is designed for both those who are new to marketing and business development planning and for those who studied the subject with the CIM and need to get started in applying that knowledge in a professional partnership. It will also help those with specialist roles such as PR, events and digital marketing understand the broader marketing perspective and appreciate the relevant theory as it is applied to professional services. Through case studies, exercises and discussion with other delegates, the session will provide confidence, motivation, insights and practical ideas for those tasked with developing or implementing plans and achieving fee earner buy-in to their implementation. Leave with a clear idea of how you can start or improve the planning in your firm.
Commerciality is often rated as the skill most desired amongst modern marketers and business developers in the professional services sector. This half day in person session uses case studies and exercises to provide basic commercial skills to enable marketers to make a bigger contribution to their fee-earners and firms.
Email marketing has been a core tool in digital marketing for many years, however, it is often not used to its full potential due to issues around design, user targeting and deliverability. This course offers a practical guide to getting the most from email campaigns using the latest techniques, tools and best practice. The course will suit anyone who has responsibility for delivering email marketing campaigns. Both those new to email marketing and marketers who feel they could be getting more from their email will benefit.
A popular half-day interactive workshop – now online – for those with a basic understanding and some experience of marketing/BD who would like to develop their marketing/BD knowledge, skills, role and career within a professional service firm. In ‘Thinking’ we review core theories and explore planning processes. In ‘Doing’ we develop and share best practice to improve implementation of typical communication activities. In ‘Developing’ we consider how to improve our knowledge, relationships, role and career. Those who require more in-depth training should look at The Proactive Marketing Executive workshop which explores similar issues during a full day.
The course is a hands-on guide to how social media is an essential element of any successful marketing activity, and shows how appropriate measurement techniques can help judge the impact of these campaigns. The course also focuses on how a range of tools and techniques can help manage time committed to social media most effectively. Delegates will leave with hands on knowledge of how to help plan, implement and optimise social media activity. Online tools and reference materials are highlighted throughout, enabling delegates to leave with solid hands-on knowledge that they can implement immediately.
Content is once again king. This half day, in-person, session will allow delegates to explore and practice a variety of writing styles – as a journalist, direct marketer, brand spokesperson, blogger, social media influencer and even salesperson. And to improve the effectiveness of various marketing and business development writing activities.
Many marketers in business development roles have not had sales training and may lack selling experience. Many are locked out of sales situations except perhaps in tenders. Yet selling skills are key to building commercial client and referrer relationships. Many M&BD professionals are expected to coach fee-earners in targeting, identifying opportunities, converting leads and navigating long and complex sales cycles. This intensive half day session provides a comprehensive introduction to sales processes and selling skills
This course will help attendees understand the importance of online content and the role it plays in sales, marketing and communications. Attendees will leave with a solid understanding of the user journey online, where content fits in, how to create effective content and how to plan and implement effective integrated campaigns. Exploring options like search optimisation, content analytics and content optimisation, the course will give the confidence to brief and create most effective digital campaigns. Suitable for anyone involved in building any form of online content or planning and building digital campaigns.
This half-day, in-person, interactive and fun workshop explores problem-solving, creativity and innovation techniques – in their day-to-day application within the context of marketing and business development. As well as exploring the theory and research on individual creativity and organisational innovation, this experiential session has solo and group exercises, so delegates have plenty of opportunity to apply the different techniques to various challenges and situations, share ideas and develop confidence. It references the CIM’s Innovation in Marketing course and looks at case studies from across the professions.
This is a popular interactive full day workshop for senior marketing/BD assistants and executives who want to a) move from responsive service provision into a proactive advisory role and b) grow into more managerial, strategic and client-focused areas. We’ve taken the session online. This intensive workshop expands on the themes in the Practical and Professional Skills for Marketing Assistants workshop and allows more time to explore the issues. This course contains several group exercises which provide ample opportunity to talk to and learn from other participants.
A popular interactive full-day workshop for marketers and business developers who are looking at how to position and prepare themselves for their first management role. This is part of the well established series of courses supporting marketers as they progress through their careers in the professions. This course contains a number of group exercises which provide ample opportunity to talk to and learn from other participants.
This half day digital session helps delegates to think and act more strategically – whether they are developing business or marketing plans, managing day-to-day operational projects or supporting fee-earners in their work. It provides an understanding of the leading strategy models (from the most established to the newest) and helps delegates bring a more strategic approach to all their activities. Delegates participate in structured group exercises to apply the tools and their strategic abilities.
The Future Marketing Manager
Commerciality – Finance, pricing, research
Marketing and BD writing workshop
Client Experience Management and onboarding
Problem-solving, creativity and innovation skills
If you are interested in hosting any of these, please email us